Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:
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A customer-in strategy focuses on providing an excellent experience to customers, while a function-out strategy focuses on enabling internal teams within their current confines. A customer-in strategy focuses on bringing customers into your flywheel, while a function-out strategy focuses on more mathematical approaches to increasing revenue. A customer-in strategy prioritized the needs of your customer-facing […]